Latest / Freelance Careers with Fexingo: Independent Work, Consulting, and Self-Employment / How a Freelance Consultant Raised Rates by Quoting a Range
Transcript
- Lucas: So, last week we got a question from a listener named Priya, who's a freelance brand strategist, and she asked about something I've seen work really well in practice: quoting a range instead of a fixed number. She'd been giving single quotes for years and felt like she was leaving money on the table. Luna: A range, though? Doesn't that just invite clients to pick the low number? I've always thought you had to be firm or they'll take advantage. Lucas: That's the classic fear, and I get it. But when it's done right, a range actually has the opposite effect. Let me tell you about Dana, a consultant I worked with last year. She was a brand strategist too, and she raised her effective hourly rate by thirty percent in about six months just by switching from a fixed quote to a range. Luna: Thirty percent? That's not nothing. How did she frame it? Lucas: Instead of saying 'this project will be $5,000,' she'd say 'for a project like this, with the scope you're describing, my fee typically falls between $4,800 and $5,800, depending on how deep we go on the positioning work.' That immediately sets an anchor, but it also signals flexibility and transparency. Luna: But isn't there a risk they just say 'great, let's do it at $4,800'? Then you've basically anchored low. Lucas: That's the key — you have to frame the range around value, not hours. Dana always tied the range to the complexity and the potential upside for the client. So if they push for the low end, she can say 'at that level, we'd have to cut the customer research phase, which is where we usually find the biggest opportunities.' That way, the range isn't just a bottom and a top; it's a menu of depth. Luna: So you're saying the range gives you room to negotiate scope instead of just price. I like that. It's like you're controlling the conversation. Lucas: Exactly. And the psychology is well-documented. Behavioral economists have shown that when you present a range, the other side tends to anchor somewhere in the middle, not the bottom. A study from a few years back found that in salary negotiations, when candidates gave a range, the final offer was often higher than if they'd given a single number, because the range sets a wider frame. Luna: That's interesting, but does it work for every type of freelance work? Like, if you're an editor or a developer, where the scope is pretty defined? Lucas: It works best for projects where there's genuine variability in scope or where the client's needs are fuzzy. For a developer, you might quote a range for a feature set depending on integration complexity. For an editor, it could depend on how many rounds of revisions are included. The key is to have a logical reason for the range, and you have to communicate that reason. Luna: So how do you actually bring it up without sounding like you're guessing? I'd worry about looking unprepared. Lucas: You prepare a range based on past projects. Dana kept a simple spreadsheet: for each project, she noted the scope, the deliverables, and the fee. After a few months, she could see that similar projects fell into a natural band. So she'd say, 'based on similar engagements, my fee for this scope is typically between X and Y.' That's not guessing; that's data. Luna: That makes sense. But what if a client pushes back and says, 'just give me a number'? Some clients hate ranges. Lucas: Then you can say, 'here's the number if you want the core scope, and here's what the upper end includes.' That way, you're not dodging; you're giving them control over the trade-off. It's a classic win-win. Luna: I like that. So, does Dana have any horror stories? Like a client who took the low end and then expected everything anyway? Lucas: Oh, sure. She had one client who immediately said 'we'll take the low end.' And Dana was prepared: she sent a revised scope that cut out the audit phase, and the client quickly realized they needed it. They ended up coming back to the middle. The range gave her the leverage to stick to her value. Luna: That's a great example. It's not about being rigid; it's about being clear on what each level of investment buys you. Lucas: Right. And I think that's the real lesson here: a range isn't a lower price; it's a better conversation. You're inviting the client into a dialogue about value, not a tug of war over a number. Luna: So, if someone wants to try this, what's the first step? Do they just start quoting ranges tomorrow? Lucas: I'd say start by gathering data on your past projects. Even if you don't have a lot, you can estimate based on your hourly rate and typical hours. Then practice the conversation with a friend or even in the mirror. The more natural you sound, the more confident you'll be. Luna: And what about walking away? If a client insists on going below your range, you have to be ready to say no, right? Lucas: Absolutely. Dana had a rule: if the client can't meet the bottom of your range, they're not your client. It's better to walk away and keep your rates intact than to start a project feeling resentful. That's a lesson we've touched on before, but it's worth repeating. Luna: Yeah, that's been a recurring theme on this show. Your rates are a signal of your confidence. Lucas: Exactly. And speaking of the show, if today's episode actually helped you think about your pricing, the way we keep these conversations ad-free is listener support. If you've gotten value from Fexingo, you can buy us a coffee at buy me a coffee dot com slash fexingo. That's buy me a coffee dot com slash fexingo. Luna: Yeah, every little bit helps us keep the lights on and the mics warm. Thanks for those who already support us. Lucas: So, back to ranges — there's one more nuance I want to mention. When you quote a range, you should always frame it around the outcome, not the effort. For Dana, that meant talking about what the brand strategy would unlock for the client's revenue, not just the hours she'd put in. Luna: So it's not 'this will take me forty hours'; it's 'this will help you launch that product line successfully.' Lucas: Exactly. And that shift in framing is what makes the range feel like an investment, not an expense. It's a small tweak, but it changes the whole dynamic. Luna: I love that. So, in the end, the range is really a tool for having a more honest conversation about value. Lucas: That's the takeaway. If you're a freelancer who's been afraid to quote a range, try it on your next project. You might be surprised at how often clients meet you in the middle — or even above. Luna: Alright, good stuff. Any last thoughts for Priya and everyone else out there? Lucas: Just this: your rate is a reflection of the value you bring. If you believe in that value, the range will feel natural. And if you're not sure, that's a sign to work on your positioning before you start quoting. Luna: Well said. Thanks for tuning in, and we'll catch you next time.